Cold Calling Tips from the Queen of Cold Calling

1. Remember to breathe! Sometimes, when people get nervous, they forget to breathe. Breathing relaxes and grounds you. Take deep breaths; fill your lungs with air. If you find you have this problem, do some breathing exercises before you pick up the telephone. These exercises can be as simple as closing your eyes and taking deep breaths in and out. Try breathing in for four counts and out for four counts. And focus on your breath. You can also sit in a chair and breathe into each vertebra of your spine. Also try moving around. Move your shoulders, head and arms; shake out your legs.

2. While you are calling, try and stay conscious of your breathing. If you find you are feeling stressed and holding your breath, take a moment, do your breathing exercises again, and then go on. Sometimes, you can breathe better if you are standing. Try that. Sometimes, pacing while you are talking helps to get energy going and let out the nervous tension–one good reason to have a long cord on your telephone or, better yet, a cordless telephone. 

3. The emphasis on a particular word can totally change the meaning of a sentence. For example, let’s take the phrase, ‘She is not a thief.’ If you emphasize ‘She,’ the sentence means that she is not a thief, but someone else is. If you emphasize ‘not,’ the sentence is a defence. If you emphasize ‘thief,’ the sentence implies that she is something else that you have just not named. Think about the emphasis that you wish to make.

4. Everyone has his or her own personal rhythm, the tempo at which he or she thinks and functions and is most comfortable. People generally have a difficult time with people whose rhythms are different from their own. Think about it–if you speak quickly, do you find yourself getting impatient with someone who speaks at a much slower pace? Do you perceive them as dull, perhaps not too bright? On the other hand, if you have a more laid-back rhythm to your speech, do you find people who speak quickly annoying and difficult to deal with? This is very common. People can grasp your message much more effectively if it is delivered in a rhythm that matches their own. Remember that your goal is communication. Therefore, try to follow your prospect’s rhythm. Match your timing and tempo to theirs. You can even try and match their volume. This will aid in their ability to hear and understand you. If you find this to be difficult, try practicing with a colleague or friend.

The Queen of Cold Calling Issues 90 Day Challenge

A career in sales is not for the weak. Especially not today. Yet even in today’s difficult economy there are sales professionals and business owners who are doing exceptionally well. They are keeping and even growing accounts and they are bringing in lucrative new ones.

The question for most business owners and sales professionals, however, is: how, in 2010, does one fill a sales funnel with solid opportunities that turn into sales?

According to Wendy Weiss, The Queen of Cold Calling, the answer lies in understanding a few simple rules and taking action on a few simple steps. Says Weiss, “It is entirely possible, even in today’s economy, to go from zero to a full sales pipeline and beyond in a mere 90 days.”

For that reason, Ms. Weiss is issuing her 90 Day Challenge: From Zero to Sales Hero and launching it with a webinar of the same name on Tues., Feb. 16, 2010 at 4:00 p.m. Eastern. The goal behind the challenge and the webinar is to help business owners and sales professionals who are struggling gain the skills and information they need to be successful in today’s economy. During the webinar Ms. Weiss will reveal what the top 20% of successful sales people know (and do) that enables them to close more frequently, how to use a prospect’s buying cycles to your full advantage, how to harness the Law of Action and much, much more.

Wendy Weiss, The Queen of Cold Calling, is the author of the best-selling book, Cold Calling for Women and the recently released Sales Winner’s Handbook, Essential Scripts and Strategies to Skyrocket Sales Performance. She is recognized as one of the leading authorities on lead generation, cold calling and new business development and she helps clients speed up their sales cycle, reach more prospects directly and generate more sales revenue. Her clients include Avon Products, ADP, Sprint and thousands of entrepreneurs throughout the country.

For information and/or to register for the 90 Day Challenge: From Zero to Sales Hero webinar visit, http://www.wendyweiss.com/feb2010webinar.html. For information on other sales-enhancing Weiss Communications products and programs call 877-405-8212 or email marlene@wendyweiss.com.

Cold Calling Tips from the Queen of Cold Calling

1. Make telephone calls. No one will ever say, ‘yes’ if they do not know of your existence.

2. Feel your prospect’s pain. Articulate that pain. Your prospect will see you as someone who understands. Then, offer a solution.

3. Position yourself as an expert, someone who has knowledge and authority. Do this by discussing your expertise and your credentials. Answer the question, ‘What makes you (or your company, product or service) different from everyone else in the entire world who is selling something similar?’

4. Sell something in which you believe–something that offers a value and benefit.

7 Ways to Name Your Prospect

In the maze of corporate America it is sometimes very difficult to discover with whom you should speak. There could be multiple decision-makers or there could be only one decision-maker. And, of course, they’re never listed as “decision-maker” in the company directory.

The first rule in “Naming Your Prospect” is to ask for a title not an activity. Do not ask for “the person who makes the decision to purchase….” Making the “decision to purchase…” is an activity and may get you a name, however, it will most likely be the name of someone who is involved but not in a decision-making capacity.

A better approach is to figure out what department the decision is likely made in and then find out who is the head of that department. If, for example, you know that the decision to purchase whatever you are selling is made in the Marketing Department ask for the head of the Marketing Department. This could be the senior vice president, or vice president or director. If you are calling small companies the person you want to reach is most likely the Owner.

Once you have identified the appropriate title or titles (there may be variations from company to company):

Check the prospect company’s web site. This is the easiest way to find your prospect’s name. Thanks to the Internet, many companies today list executive and/or senior management on their web sites.

Ask the receptionist. Dial the company’s main number and ask the front line person who answers the line for the name of the person who has the appropriate title. Be prepared to throw out variations of that title as different companies may use different titles for the same type of position. When you are calling large companies receptionists do not screen calls. That question, “What is this in reference to?” is actually a request for information. Keep suggesting titles until one sounds familiar to that receptionist.

Call the Chief Executive Officer. The theory here is that Executive Assistants know everything. Call the CEO’s office and ask the Executive Assistant for some help, “I’m wondering if you can help me.” Tell the Executive Assistant exactly what you need and she will more than likely point you in the right direction.

Randomly change the general switchboard number extensions. If the switchboard number is 5000, call 5001, 5002… until you reach a human being. It won’t be the right human being, but that’s ok. Once you reach a human being ask that person to help you, “I’m wondering if you can help me.” Ask, “Do you have a company directory?” When asked, most people are very happy to help.

The made-up name. Sometimes companies will not give out information unless you have a name. In this case, make up a name and then ask for that person. The switchboard operator will tell you there is no one there by that name. You then say, “Oh, (Made up Name) used to be the (Title). Who has taken over for her?” Many times this will work to get you the right name.

Ask a sales person. Call the sales department and speak with a sales person. Say, “I’m wondering if you can help me.” Sales people will understand and if they can they will help you. Tell the sales person exactly who you are trying to reach. If they do not know the correct name ask, “Do you have a directory handy? Could you look that up for me?”

Ask Customer Service. Customer Service is there to help. Call them and ask for help, “I’m wondering if you can help me.” Many times Customer Service can give you the information that you require. Again, if the Customer Service representative does not know the correct name ask, “Do you have a directory handy? Could you look that up for me?”

With these seven ways of naming your prospect, finding the decision-maker should never again be an issue.

© 2009 Wendy Weiss

Cold Calling Tips from the Queen of Cold Calling

1. Ask for a meeting. Keep asking for a meeting. Do not expect that your prospect will guess what you want or offer what you want. It is your job to ask and keep asking till you get what you want.

2. Initial prospect objections frequently mask the real objections. Part of your response to an objection must be to help your prospect articulate their real objection, which you can then address.

3. Prospect objections are a way of getting information about your prospect. Use the objections to get your prospect talking.

4. Always follow up your introductory meetings and continue to follow up. Remember the ‘Rule of Seven’-that, on average, most sales are made somewhere between the 7th to 12th contact with a prospect (a ‘contact’ can be a phone call, an e-mail, a letter or any type of contact). The introductory meeting is only the beginning of your relationship.

The Cold Calling Tips Podcast with The Queen of Cold Calling - Prospecting Success

In this Cold Calling Tips Podcast, Wendy Weiss, The Queen of Cold Calling reveals the secret to prospecting success.

 

 Queen's Podcast - Prospecting Success: Play Now | Play in Popup | Download (218)

Cold Calling Tips from the Queen of Cold Calling

1. In order to succeed in sales, you must believe in the worth, value and desirability of your product or service. Before you can ever convince someone else to buy, you must first ‘buy into’ the value yourself.

2. Make sure that your telephone has a clear sound. If you are not sure, use someone else’s phone to call yours and have a colleague standing by to answer it. This way, you will know for sure. 

3. Stay calm. You will, for the most part, be talking to people who will appreciate your call. If a prospect is rude, remember: This is not personal. Move on.

4.  Before you ever get on the telephone, do your homework: Setup your strategic marketing plan, and write your script.

Cold Calling Tips from the Queen of Cold Calling

1. Remember to breathe! Sometimes, when people get nervous, they forget to breathe. Breathing relaxes and grounds you. Take deep breaths; fill your lungs with air. If you find you have this problem, do some breathing exercises before you pick up the telephone. These exercises can be as simple as closing your eyes and taking deep breaths in and out. Try breathing in for four counts and out for four counts. And focus on your breath. You can also sit in a chair and breathe into each vertebra of your spine. Also try moving around. Move your shoulders, head and arms; shake out your legs.

2. The emphasis on a particular word can totally change the meaning of a sentence. For example, let’s take the phrase, ‘She is not a thief.’ If you emphasize ‘She,’ the sentence means that she is not a thief, but someone else is. If you emphasize ‘not,’ the sentence is a defence. If you emphasize ‘thief,’ the sentence implies that she is something else that you have just not named. Think about the emphasis that you wish to make.

3. While you are calling, try and stay conscious of your breathing. If you find you are feeling stressed and holding your breath, take a moment, do your breathing exercises again, and then go on. Sometimes, you can breathe better if you are standing. Try that. Sometimes, pacing while you are talking helps to get energy going and let out the nervous tension–one good reason to have a long cord on your telephone or, better yet, a cordless telephone.

4. Everyone has his or her own personal rhythm, the tempo at which he or she thinks and functions and is most comfortable. People generally have a difficult time with people whose rhythms are different from their own. Think about it–if you speak quickly, do you find yourself getting impatient with someone who speaks at a much slower pace? Do you perceive them as dull, perhaps not too bright? On the other hand, if you have a more laid-back rhythm to your speech, do you find people who speak quickly annoying and difficult to deal with? This is very common. People can grasp your message much more effectively if it is delivered in a rhythm that matches their own. Remember that your goal is communication. Therefore, try to follow your prospect’s rhythm. Match your timing and tempo to theirs. You can even try and match their volume. This will aid in their ability to hear and understand you. If you find this to be difficult, try practicing with a colleague or friend.

Cold Calling Tips from the Queen of Cold Calling

1. Remember to breathe! Sometimes, when people get nervous, they forget to breathe. Breathing relaxes and grounds you. Take deep breaths; fill your lungs with air. If you find you have this problem, do some breathing exercises before you pick up the telephone. These exercises can be as simple as closing your eyes and taking deep breaths in and out. Try breathing in for four counts and out for four counts. And focus on your breath. You can also sit in a chair and breathe into each vertebra of your spine. Also try moving around. Move your shoulders, head and arms; shake out your legs.

2. While you are calling, try and stay conscious of your breathing. If you find you are feeling stressed and holding your breath, take a moment, do your breathing exercises again, and then go on. Sometimes, you can breathe better if you are standing. Try that. Sometimes, pacing while you are talking helps to get energy going and let out the nervous tension–one good reason to have a long cord on your telephone or, better yet, a cordless telephone.

3. The emphasis on a particular word can totally change the meaning of a sentence. For example, let’s take the phrase, ‘She is not a thief.’ If you emphasize ‘She,’ the sentence means that she is not a thief, but someone else is. If you emphasize ‘not,’ the sentence is a defence. If you emphasize ‘thief,’ the sentence implies that she is something else that you have just not named. Think about the emphasis that you wish to make.

4. Everyone has his or her own personal rhythm, the tempo at which he or she thinks and functions and is most comfortable. People generally have a difficult time with people whose rhythms are different from their own. Think about it–if you speak quickly, do you find yourself getting impatient with someone who speaks at a much slower pace? Do you perceive them as dull, perhaps not too bright? On the other hand, if you have a more laid-back rhythm to your speech, do you find people who speak quickly annoying and difficult to deal with? This is very common. People can grasp your message much more effectively if it is delivered in a rhythm that matches their own. Remember that your goal is communication. Therefore, try to follow your prospect’s rhythm. Match your timing and tempo to theirs. You can even try and match their volume. This will aid in their ability to hear and understand you. If you find this to be difficult, try practicing with a colleague or friend.

Your Sales Action Plan for Record Shattering Sales in 2010

No sales professional or business owner ever plans to fail. No one commits to a career in sales with the hope of mediocrity. Most begin their careers in sales with excitement and a starry-eyed vision of their success. Yet for every sales professional or business owner who is wildly successful there are at least a dozen who are hanging on by their fingernails, struggling to get by.

What separates those who are wildly successful from those who are struggling? More often than not the difference lies in two factors:

1. The ability to plan and set goals.
2. The ability to take action on the plan and goals.

In today’s difficult economy a solid, workable sales action plan that takes today’s economy into account will bring immediate payoffs in all areas of sales from prospecting to presenting to responding to objections, closing and beyond. It is more important than it has ever been. That is why, on January 21, 2010 Wendy Weiss, The Queen of Cold Calling is presenting the all new, ground-breaking webinar: Your Sales Action Plan for Record Shattering Sales in 2010.

In this information-packed webinar, participants will learn:

• Why goal setting matters so much in sales
• The five keys to achieving your sales objectives
• Three reasons why people fail
• What sales strategies really work and which ones will simply waste your time
• How to get rid of time-wasters, distractions and prospects that will never buy
• How to double prospecting productivity with no extra effort
• How to shorten their sales cycle by up to 50%
• And much, much more

Wendy Weiss, The Queen of Cold Calling, is an author of the best-selling book, Cold Calling for Women and the recently released Sales Winner’s Handbook, Essential Scripts and Strategies to Skyrocket Sales Performance. She is recognized as one of the leading authorities on lead generation, cold calling and new business development and she helps clients speed up their sales cycle, reach more prospects directly and generate more sales revenue. Her clients include Avon Products, ADP, Sprint and thousands of entrepreneurs throughout the country.

For information and/or to register for Your Sales Action Plan for Record Shattering Sales in 2010 visit http://www.wendyweiss.com/jan2010webinar.html.